Question 1

________ can be defined as the ability to alter channel members' behavior so that they take actions they would not have taken otherwise.

Accepted Answer

A)  Marketing 
B)  Superior products 
C)  Channel power 
D)  Channel relationships 
E)  Channel concerns 
A)  Marketing 
B)  Superior products 
C)  Channel power 
D)  Channel relationships 
E)  Channel concerns

Question 2

The emergence of rental car counters,hair salons,banks,and dry cleaners found in such stores as Wal-Mart,Target,grocery retailers,and others is an example of ________ marketing systems.

Accepted Answer

A)  horizontal 
B)  vertical 
C)  multichannel 
D)  integrated 
E)  none of the above 
A)  horizontal 
B)  vertical 
C)  multichannel 
D)  integrated 
E)  none of the above

Question 3

After a company has chosen a channel alternative,individual intermediaries must be ________,trained,motivated,and evaluated.

Accepted Answer

A)  selected 
B)  researched 
C)  compensated 
D)  induced 
E)  none of the above 
A)  selected 
B)  researched 
C)  compensated 
D)  induced 
E)  none of the above

Question 4

A(n)________ consists of independent firms at different levels of production and distribution integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

Accepted Answer

A)  contractual VMS 
B)  distributor VMS 
C)  administered VMS 
D)  vertical marketing system 
E)  none of the above 
A)  contractual VMS 
B)  distributor VMS 
C)  administered VMS 
D)  vertical marketing system 
E)  none of the above

Question 5

________ involves conflict between members at the same level within the channel.

Accepted Answer

A)  Vertical channel conflict 
B)  Circular channel conflict 
C)  Multichannel conflict 
D)  Horizontal channel conflict 
E)  None of the above 
A)  Vertical channel conflict 
B)  Circular channel conflict 
C)  Multichannel conflict 
D)  Horizontal channel conflict 
E)  None of the above

Question 6

A horizontal marketing system brings two related firms together to marshal the resources or programs necessary to provide an emerging marketing opportunity.

Accepted Answer

A) True 
 B)False

Question 7

Shoppers who primarily seek stores that suit people like themselves or members of groups they aspire to join are known as ________.

Accepted Answer

A)  price/value customers 
B)  affinity customers 
C)  service/quality customers 
D)  variety-loving shoppers 
E)  high-value deal seekers 
A)  price/value customers 
B)  affinity customers 
C)  service/quality customers 
D)  variety-loving shoppers 
E)  high-value deal seekers

Question 8

Customers' shopping habits can vary by countries,and retailers that have largely stuck to the same selling formula regardless of geography have sometimes encountered trouble in entering new markets.

Accepted Answer

A) True 
 B)False

Question 9

More sophisticated companies try to forge a long-term partnership with distributors.

Accepted Answer

A) True 
 B)False

Question 10

In setting up your company's channel of distribution,you arranged for the company's products to be carried by a select set of outlets and required that these outlets not carry competitive products.What are the benefits to the company and to the distributor in entering into such an exclusive distribution and exclusive dealing arrangement

Accepted Answer

The seller obtains more loyal

Question 11

________ means that the company or site offers to transact or facilitate the selling of products or services online.

Accepted Answer

A)  E-business 
B)  E-commerce 
C)  E-purchasing 
D)  E-marketing 
E)  None of the above 
A)  E-business 
B)  E-commerce 
C)  E-purchasing 
D)  E-marketing 
E)  None of the above

Question 12

Explain why the marketing channel system is so important to a firm.

Accepted Answer

Decisions about the marketing channel sy

Question 13

A marketing channel system is the particular set of ________ employed by a firm.Decisions about the marketing channel system are among the most critical facing a firm.

Accepted Answer

A)  marketing channels 
B)  distribution/warehouse channels 
C)  finance channels 
D)  management channels 
E)  advertising channels 
A)  marketing channels 
B)  distribution/warehouse channels 
C)  finance channels 
D)  management channels 
E)  advertising channels

Question 14

________ describes company efforts to inform buyers,communicate,promote,and sell its products and services over the Internet.

Accepted Answer

A)  E-business 
B)  E-commerce 
C)  E-purchasing 
D)  E-marketing 
E)  None of the above 
A)  E-business 
B)  E-commerce 
C)  E-purchasing 
D)  E-marketing 
E)  None of the above

Question 15

Companies need to plan and implement careful training programs for their intermediaries.

Accepted Answer

A) True 
 B)False

Question 16

The ability to order a product online and pick it up at a convenient retail location is an example of the consumers' expectations for channel integration.

Accepted Answer

A) True 
 B)False

Question 17

A conventional marketing channel comprises a(n)________,wholesaler(s),and retailer(s),each acting in his own self-interest.

Accepted Answer

A)  broker 
B)  manufacturing agent 
C)  manufacturing representative 
D)  merchant wholesaler 
E)  independent producer 
A)  broker 
B)  manufacturing agent 
C)  manufacturing representative 
D)  merchant wholesaler 
E)  independent producer

Question 18

The reverse-flow channels are not important except in the cases of recycling,refurbishing,and disposal.

Accepted Answer

A) True 
 B)False

Question 19

Intensive distribution consists of the manufacturer placing the goods or services in as many outlets as possible.

Accepted Answer

A) True 
 B)False

Question 20

In designing the marketing channel,the marketer must understand the service output levels desired by the target customers.Channels produce five service outputs.Which of the following is NOT one of these outputs

Accepted Answer

A)  Product variety 
B)  "Entertainment shopping experience" 
C)  Spatial convenience 
D)  Waiting and delivery time 
E)  Lot size 
A)  Product variety 
B)  "Entertainment shopping experience" 
C)  Spatial convenience 
D)  Waiting and delivery time 
E)  Lot size

Exam 15: Designing and Managing Integrated Marketing

________ can be defined as the ability to alter channel members' behavior so that they take actions they would not have taken otherwise.

The emergence of rental car counters,hair salons,banks,and dry cleaners found in such stores as Wal-Mart,Target,grocery retailers,and others is an example of ________ marketing systems.

After a company has chosen a channel alternative,individual intermediaries must be ________,trained,motivated,and evaluated.

A(n)________ consists of independent firms at different levels of production and distribution integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

________ involves conflict between members at the same level within the channel.

A horizontal marketing system brings two related firms together to marshal the resources or programs necessary to provide an emerging marketing opportunity.

Shoppers who primarily seek stores that suit people like themselves or members of groups they aspire to join are known as ________.

Customers' shopping habits can vary by countries,and retailers that have largely stuck to the same selling formula regardless of geography have sometimes encountered trouble in entering new markets.

More sophisticated companies try to forge a long-term partnership with distributors.

________ means that the company or site offers to transact or facilitate the selling of products or services online.

Explain why the marketing channel system is so important to a firm.

A marketing channel system is the particular set of ________ employed by a firm.Decisions about the marketing channel system are among the most critical facing a firm.

________ describes company efforts to inform buyers,communicate,promote,and sell its products and services over the Internet.

Companies need to plan and implement careful training programs for their intermediaries.

The ability to order a product online and pick it up at a convenient retail location is an example of the consumers' expectations for channel integration.

A conventional marketing channel comprises a(n)________,wholesaler(s),and retailer(s),each acting in his own self-interest.

The reverse-flow channels are not important except in the cases of recycling,refurbishing,and disposal.

Intensive distribution consists of the manufacturer placing the goods or services in as many outlets as possible.

In designing the marketing channel,the marketer must understand the service output levels desired by the target customers.Channels produce five service outputs.Which of the following is NOT one of these outputs

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Gathering Information and Scanning the Environment

Conducting Marketing Research and Forecasting Demand

Creating Customer Value, Satisfaction, and Loyalty

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Dealing with Competition

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications:

Managing Personal Communications:

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization

Filters